Manager – Deal Desk - Pricing, Deal Strategy and Analytics

The Manager, Deal Desk owns deal pricing, renewal pricing, deal structuring, and deal analytics for Netradyne’s global enterprise business. This role is the commercial thought partner to Sales on how a deal should be priced and structured — balancing ARR growth, hardware and subscription margin, cash flow, contract term, and revenue recognition outcomes — and the analytical owner of how pricing and discounting perform in market. Netradyne sells an AI-powered, hardware-enabled SaaS platform, so the role requires fluency in bundled device and subscription economics, multi-year total cost of ownership, and the trade-offs between upfront hardware revenue and recurring revenue. Renewal pricing is one of the core responsibilities of this role: the candidate must own uplift and escalator policy, renewal price execution, co-term and true-up mechanics, and the pricing levers that protect net revenue retention at scale.

The role also owns the operating mechanics of the deal desk: quote and approval workflow, price book governance, non-standard terms, and deal desk service levels, in partnership with Sales, Finance, Legal, Product, and Business Systems. It supports strategic initiatives including the quote-to-cash process redesign, and AI-driven process automation. Reporting to the Sr. Director of Revenue Operations, this position will play a pivotal role in scaling and streamlining global deal operations, ensuring efficiency, and driving business outcomes. The ideal candidate will be comfortable operating in a high-growth, fast-paced environment and possess a blend of interpersonal and analytical skills to influence cross-functional teams.

ESSENTIAL FUNCTIONS:

To perform this job successfully, an individual must be able to perform each essential function satisfactorily.

1. Deal Strategy, Structuring, and Process Management

• Manage weekly, monthly, and quarterly deal booking and reporting.
• Process manage deal processes from structuring and pricing to final approval..
• Partner with Sales on advanced deal modeling for multi-year, multi-site, bundled hardware and subscription, and enterprise fleet-wide agreements.
• Structure commercially sound deals that balance ARR, hardware and services margin, cash flow, and revenue recognition outcomes; model TCO, payback, and the economics of term, volume, and ramp alternatives.
• Lead deal strategy on strategic, competitive, and non-standard transactions, including renewals, expansions, and partner- or channel-sourced deals.
• Address open-ended go-to-market questions and implement measurable solutions.

2. Pricing, Packaging, and Renewal Pricing Strategy

• Develop and refine pricing and packaging strategies to ensure market competitiveness.
• Execute initiatives on pricing strategy, deal modeling, and value engineering.
• Manage price books to optimize sales cycles and margins.
• Own price book architecture, bundle definitions, discount curves, and approval thresholds across regions and routes to market (direct, channel, and OEM).
• Quantify price realization, discount leakage, and margin impact; recommend list price, floor price, and bundle changes supported by data.
• Build pricing scenarios and value-based justification that support competitive win strategy against primary competitors.
• Own renewal pricing strategy: standard uplift and escalator policy, multi-year price protection, and renewal floor and ceiling guardrails by segment, region, and route to market.
• Price renewals, co-terms, mid-term expansions, and true-ups, including hardware refresh, device swap, and end-of-life transitions.
• Model renewal outcomes against NRR and margin targets; identify underpriced and at-risk accounts ahead of the renewal window and recommend the pricing approach.

3. Deal and Pricing Analytics

• Build and maintain deal desk analytics: discount performance by band, price realization, ASP, hardware and subscription attach rates, deal velocity, approval cycle time, and win/loss by deal structure.
• Deliver recurring and ad hoc analysis to CRO, CFO, and Sales leadership on pricing effectiveness, margin trends, and deal quality, with clear recommendations rather than raw data.
• Partner with Revenue Operations on forecast and funnel analytics where deal structure, pricing, or booking terms drive variance.
• Build and maintain dashboards (Tableau or Power BI) and ensure data integrity across Salesforce, DealHub, and NetSuite.
• Analyze renewal pricing performance: uplift realization versus policy, discount recapture at renewal, price sensitivity of churn and downgrades, and NRR contribution by segment.

4. Process Improvements and Enablement

• Baseline deal desk metrics and processes to improve deal velocity and margins.
• Optimize approval workflows to minimize delay while ensuring a proper review cycle.
• Work closely with enablement team to identify and drive rapid adoption of best practices across teams.
• Partner with Business Systems and IT on AI-driven automation of quoting, approval, and deal review workflows.

5. Deal Advisory and Strategic Collaboration

• Act as a trusted advisor to the sales team on deal strategies and compliance.
• Build strong partnerships with key stakeholders (e.g., Products, Finance, Legal) to expedite approvals.
• Coach Sales on negotiation strategy and alternatives to discounting — term, volume commitment, bundle mix, payment terms, and ramp — and on how to defend price in competitive cycles.
• Partner with Customer Success and Renewals on renewal negotiation strategy, concession guardrails, and escalation paths for price-sensitive accounts.

6. Compliance and Legal Coordination

• Ensure adherence to legal and fiscal regulations in partnership with Legal and Accounting.
• Enforce compliance with quoting policies, including discounting and non-standard terms.
• Oversee non-standard deal requests, ensuring operational and revenue recognition standards.
• Advise on revenue recognition implications of bundled hardware and subscription offers, multi-element arrangements, and non-standard terms in partnership with Accounting (ASC 606).

SUPPORTIVE FUNCTIONS

1.    Technology and Tool Management:

• Partner with Business Systems to build scalable quoting and deal management infrastructure.
• Evaluate and recommend relevant technologies that could enhance quote-to-cash cycle and GTM efficiency.
• Stay current on CPQ, CLM, and pricing technologies, and on AI-enabled automation applicable to quote-to-cash.
• Serve as SME on product packaging, price book architecture, and CPQ (DealHub), including renewal quote generation and automated uplift logic.

2.    Training and Enablement:

• Assist in training and providing resources for the sales, marketing, and customer success teams to ensure effective use of tools.
• Create process documents, present during meetings, and offer one-on-one sessions as needed.

QUALIFICATIONS:

• Integrity: Establish and maintain honest, effective relationships with all team members under GTM functions. Develop a reputation for being dependable, analytical and objective. and trustworthy. Adapt to change and shift gears comfortably.
• Innovation: Develop new ideas and suggest new approach to solve problems. Have self-knowledge and confidence to communicate, listen and persuade colleagues in an effort to improve GTM efficiency and accelerate revenue growth.
• Initiative: Work independently, work under pressure and meet deadlines. Prepare clear and concise reports without the need for constant management. Combine analysis, experience and judgment to make good decision in a timely manner. Tenacity to make important decisions with limited information and tight deadlines while learning to be flexible in other situations.
• Intelligence: Utilize relevant experience and resources to be very productive and efficient in planning and executing work. Orchestrate multiple activities at once to accomplish a goal. Seek input and advice from colleagues in order to receive more successful results pertaining to reports and projects. Focus on the achievement of goals that produce results.
• Interaction: Build morale and motivate the team with energy, encouragement and enthusiasm. Recognize solutions for difficult or conflict situations—seeking feedback on how to resolve issues. Distinguish the need to change the personal and interpersonal behavior of colleagues in an efficient matter. Eagerness to be part of a team-unit and cooperate in the accomplishment of departmental goals and objectives.

Professional Qualifications

• Required
  • Bachelor’s degree in business, Finance, STEM, or a related field
  • Minimum 5 years of experience in a Deal Desk, Revenue Operations, or Sales Operations role within a technology or SaaS company.
  • Minimum 3 years of hands-on experience with Salesforce and a CPQ platform (DealHub, Salesforce CPQ, or equivalent)
  • Proven track record in managing complex deals and managing pricing operations in a B2B environment, including new business and renewals
  • Direct, hands-on ownership of renewal pricing in a subscription business: uplift and escalator policy, renewal quoting, price increase execution, and the analysis behind them
  • Experience with B2B sales organizations and the ability to understand and navigate complex enterprise sales cycles
  • Demonstrated ability to analyze deal economics and structure deals quantitatively, including gross margin, TCO, payback, and multi-year cash flow impact
  • Experienced in building and managing multiple price books, approval matrices, and discount curves.
  • Strong understanding of SaaS subscription and hardware-enabled business models and related KPIs (ARR, NRR, ASP, attach rate, gross margin, churn)
  • Advanced analytical skills: expert-level Excel or Sheets financial modeling and proficiency with a BI tool (Tableau or Power BI); SQL strongly preferred
  • Experience pricing bundled hardware and subscription offerings, or in a business combining upfront and recurring revenue
  • Ability to translate pricing and deal data into concise, decision-ready recommendations for executive audiences
• Preferred
  • Familiarity with revenue recognition standards (IFRS 15 / ASC 606) and their application in deal structuring.
  • Team management experience
  • Experience with a DealHub or comparable CPQ implementation, including price book and approval workflow design
  • Implementation and/or operation experience of CLM (Contract Lifecycle Management) tool
  • Operation experience with ERP (especially NetSuite)
  • Experience supporting channel, partner, and international (EMEA) deal structures
  • Experience with hardware-enabled SaaS business
  • Exposure to AI or automation initiatives applied to quote-to-cash processes
  • Experience working alongside a Renewals or Customer Success organization, including hardware refresh and device replacement at renewal
  • Experience running a company-wide price increase or uplift program across an installed base

*Hybrid Work Schedule:

We believe in the value of in-person collaboration while maintaining flexibility. Team members work from the office on Monday, Wednesday, and Thursday, with remote work on Tuesday and Friday.

Economic Package Includes: 

• Competitive Salary + eligibility for yearly bonus. The expected base pay range for this position is: Bay Area California $118,000 - $157,000/year
• Company equity
• Company Paid Health Care, Dental, and Vision Coverage for you and most of your dependents
• Generous PTO and Sick Leave
• 401(K) with generous company match
• Disability, Life Insurance and Ancillary Benefits
• And much more

California Pay Range 118000 - 157000 USD